At a Glance
- Tasks: Lead and scale Freshworks' GSI partnership programme with major tech players.
- Company: Join a dynamic team at Freshworks, a leader in enterprise technology.
- Benefits: Competitive salary, diverse workplace, and opportunities for growth.
- Other info: Be part of a culture that values diversity and innovation.
- Why this job: Shape the future of partnerships in a fast-paced tech environment.
- Qualifications: 12+ years in tech partnerships, with strong GSI experience.
The predicted salary is between 80000 - 100000 £ per year.
Senior individual contributor responsible for building and scaling Freshworks' GSI partnership programme across India-headquartered global systems integrators. This is a build role; the foundation does not exist at scale. You will establish it.
Responsibilities
- Own the GSI partnership strategy for TCS, Wipro, Infosys, Tech Mahindra, HCL, Capgemini India, and LTIMindtree
- Define and execute joint GTM plans aligned to Freshworks ITSM, ITAM, CX, and ESM product lines
- Build GSI practice development programmes — enablement, certification, solution plays, and co-sell motions
- Drive partner-sourced and partner-influenced ARR pipeline across EMEA, APAC, and India geographies
- Negotiate commercial frameworks including resale, referral, and services attach economics
- Establish exec-level relationships at VP and C-suite within each named GSI account
- Represent Freshworks at GSI partner summits, QBRs, and joint customer engagements
- Work cross-functionally with Sales, Pre-Sales, Product, and Marketing to align GSI plays to enterprise pipeline
- Report programme performance (pipeline, revenue, certifications, headcount) to regional leadership
Qualifications
- 12+ years in enterprise technology partnerships, with a minimum of 5 years in GSI or SI alliance leadership
- Direct, named account experience with two or more of: TCS, Wipro, Infosys, Tech Mahindra, HCL, or LTIMindtree
- Proven track record of building GSI programmes from low maturity to measurable revenue contribution
- Deep understanding of ITSM, ITAM, or CX SaaS solutions and how GSIs position services around them
- Experience structuring and negotiating joint business plans, MoUs, and commercial partner agreements
- Ability to operate at CXO level internally and externally
- Strong commercial acumen — able to model partner economics, margin structure, and services attach rates
- Experience managing or influencing geographically distributed teams
- Familiarity with competitive landscape including ServiceNow, ManageEngine, Salesforce, and Zendesk
- Based in London, with willingness to travel internationally
Additional Information
What Success Looks Like in Year One
- GSI programme charter signed with at least three named partners
- Joint GTM plans active with measurable pipeline targets per partner
- Freshworks practice capability established within two GSIs (certified practitioners, solution plays live)
- First partner‑influenced enterprise deals closed in ITSM or CX
- GSI PDM team structure defined and first hire in place
At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business.
GSI Partnerships Director employer: Freshworks
At Freshworks, we pride ourselves on being a people-first employer that fosters a collaborative and innovative work culture. Our commitment to employee growth is evident through mentorship opportunities and a focus on professional development, ensuring that our team members thrive in their roles. Located in the vibrant UKI region, we offer a dynamic environment where you can make a meaningful impact while working with cutting-edge technology that transforms customer and employee experiences.
